The search strategies of company buyers were the focus of an event in the ‘NACHFOLGE konkret’ series of events organised by the Osnabrück District Economic Development Agency, WIGOS. For company buyers, the ageing of medium-sized company owners offers many opportunities.
Already today, many industries resemble a buyer’s market. Therefore, company buyers have a wide range of company offers to choose from. The district of Osnabrück, which is characterised by many family businesses, is no exception to this nationwide development. A Lack of entrepreneurs threatens.
Different search strategies of corporate buyers
Speaker Ingo Claus from KERN ? Die Nachfolgespezialisten in Osnabrück illuminated the topic from different angles in his presentation. He answered the question: Why does demographic development offer opportunities for growth-oriented family businesses in the region? He also addressed the different types of business buyers. He also showed their different search strategies. He also explained which platforms and networks business buyers use. He also described their expectations of a well-prepared sales process.
This results in opportunities for expanding companies in search of market expansion. Likewise, this development offers many opportunities for start-ups. They can take over healthy and established companies.
Axel Kolhosser from the WIGOS business service was convinced: “The good economic development is currently masking the fact that a majority of all family entrepreneurs in the region are already older than 50. That is why many company bosses will arrange their company succession in the coming years?
Intra-family business successions are on the decline
As in the nationwide trend, there will also be fewer intra-family generational changes in the district of Osnabrück. This is also confirmed by the nationwide Study by KERN ? The succession specialists: Already today, around 5,600 SMEs in the Osnabrück Chamber of Industry and Commerce district are older than 50. This means that around 60% of all entrepreneurs in the region will face the task of organising their own company succession in the next few years.
Because experience shows: For well-prepared companies, the complex process of corporate succession is more promising than for the unprepared competition.
Changes of perspective are worthwhile
A company seller should always put on the glasses of a prospective buyer when preparing a company sale. This gives him a feeling for what makes his company particularly exciting, or even uninteresting, for a potential buyer,” Claus explained. For this reason, thorough preparation of a company sale is always a worthwhile investment. After all, good preparation eliminates possible obstacles to the sale in advance. The positive side effect: the selling company boss is perfectly prepared for his company sale. And he knows the search strategies of company buyers.
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A company seller should always consider the buyer’s perspective as well. This gives him a feeling for the strengths and weaknesses of his company. But thorough preparation also helps in the sale of a company and removes possible obstacles to the sale at an early stage.
